20 5. Promotional Creativity Plays Well with Shoppers What will it take for you to pay full price for gifts this holiday season? Check all that apply. I will pay full price for something that is perfect for someone on my list I will pay full price for items that never go on sale Hard to find product that a friend or family member has requested I will pay full price when I receive free shipping on my order Hot product that is likely in limited supply I am running out of time and just need to get people taken care of on my shopping A store where I receive loyalty/rewards points for my purchase I will not pay full price for gifts this holiday season I will pay full price when I am using a gift card Excellent customer experience coupled with the right products Other, please specify 1% 43% 38% 37% 30% 27% 27% 22% 20% 19% 15% - PAGE 20 - MarketLive/e-tailing group 2014 Holiday Survey

22 Free Shipping Must Be In Play (At Least Some Of The Time) 42% of holiday shoppers actively seek out free shipping deals (Statisticsbrain) 92% of shoppers have taken an action to qualify for free shipping. Eight in ten shoppers agree that a free shipping offer makes them more likely to shop with a retailer - PAGE 22 - UPS 2015 Pulse of the Online Shopper

23 Making The Choice To Pay For Shipping Is Frequently Driven By Total Value Total cost of order (TCO) plays a primary role Reasons to decide to pay for shipping Among those who pay for shipping (n=4,786) Free shipping was not offered, and I wanted the product The total cost of my order was still a good bargain, even with shipping charges included I needed it faster than the free shipping service offered I didn't have enough items in the cart to meet the threshold The product discount that I received from the retailer exceeded the cost of shipping I couldn't locate a promo code for free shipping I'm not a member and didn't want to become a member of the retailers' loyalty or free The item is oversized or requires special handling or set-up I needed to ship to multiple addresses on the same order My preferred carrier for the purchase was not included in the free shipping option Other 8% 8% 17% 16% 1% 30% 29% 29% 26% 60% 57% CHECK4aNEW: What are the reasons you may decide to pay for shipping when shopping online? Please select all that apply. - PAGE 23 - UPS Pulse of the Online Shopper 2015

27 Many Shoppers Will Take Advantage Of Promos For Personal Consumption Do you plan to take advantage of sales or price discounts during the holiday season to make additional, NON-GIFT purchases for yourself or your family? Yes 89% No 11% - PAGE 27 -

28 Gifting Visibility Drives Sales - PAGE 28 -

29 7. Is An Important Tool Over 25% of all s are sent during the holidays (Marketing profs) is part of almost every retail marketing program. Please share your agreement with the following statements regarding . Top-2: Strongly/Somewhat Agree Daily s are fine but when I get multiple s a day I start to ignore them 71% I m bored with most of my s and often delete as quickly as I receive them 58% I rarely receive an that sparks my attention 50% I mostly open s on my phone but don t pay as much attention as I would on my desktop 38% I don t mind being contacted multiple times a day via during the holiday season 31% - PAGE 29 - MarketLive/e-tailing group 2014 Holiday Survey

30 8. Think Logistics and Be Nimble with Delivery Average # Days to Receive Orders in 2014: PAGE 30 - e-tailing group 2014 Mystery Shopping

34 Online Shoppers Foresee Continued Migration To Online Channels Projected shopping frequency relative to the past year 5% 10% 9% 17% 30% 22% 24% 10% 73% 65% 68% 67% Less More Desktop/laptop computer (n=4,931) Smartphone (n=3,537) Tablet (n=2,761) In store (n=5,118) The same FUT7. Over the next year, do you plan to shop less, the same or more in comparison to last year using each of the following methods? - PAGE 34 - UPS Pulse of the Online Shopper; 2015

35 11. Social s Time Has Come 55% of Twitter users discuss gift on ideas on Twitter 62% of shoppers Tweet about holiday purchases they ve made 67% of consumers have purchased a gift they saw on social media Source: Media Bistro - PAGE 35 -

36 12. Omnichannel Choice is Desirable Almost half of shoppers have used ship to store, and over two in five who have done so have made additional purchases during the pickupups (UPS) On Black Friday, 55% of parents check the availability of times on their smartphones prior to going to the store (iab.net) - PAGE 36 -

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